Distribution Partner/Key Account Manager

2 months ago

Hong Kong, Hong Kong SAR China Red Bull Full time
Company Description

The Distribution Partner Manager/Key Account Manager (DP/KAM) is responsible for the development, communication and execution of the annual Off Premise sales plan to achieve volume, market share and profitability targets. The DP/KAM generates actionable insights from available data sources, works in close collaboration with the Distribution Partner and understands the needs of Key Accounts to implement Red Bull’s strategy and priorities.

Job Description

Distribution Partner (DP) management

  • Based in the DP’s office for 2 days per week with daily contact on operational topics. Ensuring the DP understands Red Bull’s strategy, ‘perfect store’ concept and merchandising standards.
  • Lead the annual engagement plan with the DP, including facilitation of monthly business reviews and business planning workshops to identify opportunities/ challenges.
  • Align, set and track annual commercial KPI’s with the DP to drive mutually profitable long term growth.
  • On-the-job coaching, joint trade visits and sales rep/ merchandiser incentive programs.

Distributor structure and accountability expert

  • Thorough working knowledge of the DP’s strategy, internal systems and processes.
  • Understand the DP’s organization setup and responsibilities/ accountabilities of key contacts. Engage and influence personnel throughout the structure from management to sales rep/ merchandiser.
  • Ensure effective and efficient route-to-market strategy.

Key Account (KA) Management

  • Lead the development, communication, alignment and implementation of Red Bull’s annual business plan at KA retailers.
  • Understand individual KA needs to develop and conceptually sell mutually beneficial strategies in line with Red Bull’s ‘perfect store’ concept and merchandising standards.
  • Strive for enabling partnerships and Energy Drink category captaincy with strategic KA’s.
  • Achieve volume, market share and profitability targets.

Business Analysis

  • Monthly analysis of available data sources, including Nielsen and DP depletion data, to track performance and make recommendations to drive profitable sales and market share.
  • Periodically review data from perfect store audits and promotional efficiency to generate actionable insights.
  • Seek shopper insights, category trends and relevant best practices via internal network, intranet and APAC team.
Qualifications
  • Proven track record of 3+ years Key Account Management and/ or Field Sales Management experience, ideally within FMCG
  • Distributor management experience is a plus
  • Strong communicator and influencer across different levels of hierarchy and departments, with an ability to handle challenging conversations/negotiations
  • Good presentation, selling, coaching and training skills
  • Numerate and analytical with an ability to generate actionable insights
  • Able to work independently with responsibility and a growth mindset
  • Strategic thinker with commercial acumen and an ability to grasp the ‘bigger picture’
Additional Information

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